Revenue Unscripted

Jennica Dixon
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Welcome to the Revenue Unscripted Podcast hosted by Jennica Dixon! Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles. This isn't theory or sales theater—it's uncommon wisdom from uncommon experience, focused on creating sustainable revenue performance through better sales behaviors and decision-making. Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/

Episodes

  1. S01 E07 - Navigating the Digital Asset Landscape | Mike Diedrichs

    3H AGO

    S01 E07 - Navigating the Digital Asset Landscape | Mike Diedrichs

    In this episode of Revenue Unscripted, Mike Diedrichs, the global head of sales for TZERO, discusses the challenges and strategies involved in quadrupling revenue in a rapidly evolving market for digital asset securities. He emphasizes the importance of internal alignment, transparency with clients, and the human element in sales. Mike shares insights on how to maintain a positive company culture while pursuing aggressive growth and offers valuable advice for founders navigating the complexities of sales and client relationships. I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    50 min
  2. S01 E06 - Selling Complex Solutions Without Overwhelming Buyers | Michael Galloway

    FEB 20

    S01 E06 - Selling Complex Solutions Without Overwhelming Buyers | Michael Galloway

    Most salespeople lose deals by talking too much about their product. Michael Galloway, Region Vice President at EnableComp, reveals why people write checks to solve pain, not chase upside, and how asking the right questions early can save months of wasted effort in complex healthcare sales cycles.Michael shares his journey from reading the Wall Street Journal in middle school to becoming an elite enterprise seller who thinks like an owner. He explains why competing against inertia is harder than competing against other vendors, how to guide prospects through change without calling them incompetent, and the counterintuitive strategy of going for the no as early as possible to protect your most valuable asset: selling time.Key topics: Selling to solve pain versus selling upsideCompeting against status quo and inertiaAsking business-appropriate challenging questionsProtecting seller time and opportunity costThinking like an owner in salesHealthcare revenue cycle managementComplex enterprise sales strategiesAvoiding unpaid consulting while being consultativeScaling revenue without scaling meetingsBuilding sustainable company valuation through sales Connect with Michael Galloway:LinkedIn: https://www.linkedin.com/in/michaelackergalloway/Company: EnableCompSubscribe to Revenue Unscripted for more conversations with B2B leaders on building high-performing sales cultures and turning complex deals into predictable growth. I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    49 min
  3. S01 E05 - Selling to Genius Buyers Without Being the Smartest in the Room | Farah Ruthnam-Sandys

    FEB 13

    S01 E05 - Selling to Genius Buyers Without Being the Smartest in the Room | Farah Ruthnam-Sandys

    When you're selling to hedge fund managers and quants who are smarter than you, traditional sales tactics fall flat. Farah Ruthnam-Sandys, Head of Sales at Neudata, reveals how she built a high-performing sales team that competes against inertia in the alternative data intelligence space without needing to outthink their prospects. Farah shares her unconventional path from supporting her mom's food business to leading revenue across the Americas for a market-leading data intelligence platform. She explains why humility beats knowledge in complex sales, how to help prospects see problems they never planned to solve, and the single question that reveals whether a deal will actually close. Key topics:- Selling to highly technical and intelligent buyers- Competing against status quo when you're the market leader- Building sales teams that don't rely on technical expertise- The power of humility in enterprise sales- Transitioning from individual contributor to sales leader- Value selling versus relationship selling- Training sales teams for complex B2B deals- Building a sales function versus relying on star salespeople Connect with Farah Ruthnam-Sandys:LinkedIn: https://www.linkedin.com/in/farah-asghar-sandys/Company: Neudata Subscribe to Revenue Unscripted for more conversations with B2B leaders on building high-performing sales cultures and turning complex deals into predictable growth.

    49 min

  4. FEB 6

    S01 E04 - The Hidden Math Behind Sales Quota Success | Kevin Onarecker

    Kevin Onarecker spent 30 years rebuilding broken sales teams in med tech and pharma, and he'll tell you straight: when leaders say "we just need to close more," they're missing everything.  After leading sales orgs from rep to VP, Kevin reveals why promoting your top performer destroys teams, how Fortune 500 companies train customers to expect discounts, and the brutal math that makes quota-setting either your secret weapon or your biggest liability. He breaks down why confident reps who "porpoise" (up one year, down the next) don't actually have a plan, how one executive killed a deal by offering a discount too early, and why the best sellers radiate quiet confidence instead of cockiness. This isn't about motivation speeches or ABC (Always Be Closing). It's about the assumptions hiding in your recurring revenue model and why your top three accounts might be producing 60% of territory revenue while you're spread across 150 hospitals.Key takeaways: Quota-setting is make-or-break - bad assumptions about recurring revenue and customer retention destroy forecasts and kill moraleTop performers bring attitude first, then knowledge and skills - hire for resilience and self-confidence that comes from preparation, not egoThe optimal sales team size is driven by what managers can actually coach - focus on the 3-5 accounts producing 50-60% of revenue, not spreading thin across 150Reps miss quota because they lack strategic plans - break annual goals into monthly benchmarks and reverse-engineer the behaviors requiredDiscounting without strategy trains customers to wait for deals and crushes your math - it takes more than 25% additional revenue to overcome a 25% discount Have questions about getting your team back on track? Drop them in the comments. Connect with Kevin Onarecker:LinkedIn: https://www.linkedin.com/in/kevin-onarecker-8401093/Website: onareckerconsulting.comEmail: konarecker@onareckerconsulting.comBook: Selling SmarterSystem: Back On Track   I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    52 min

  5. JAN 30

    S01 E03 - Revenue Systems That Scale Without Burnout | Paul Fuller

    Why does promoting your top salesperson to manager usually backfire? Paul Fuller, CRO at Membrain, has watched this pattern destroy sales orgs across 80+ countries. He reveals how Fortune 500 companies massage forecasts through three layers of Excel because nobody trusts their CRM, why call volume and email metrics are mostly theater, and the exact team size where coaching actually works. Paul breaks down the difference between vanity metrics and real progress indicators, how founders accidentally crush margins by swooping in to "help" close deals, and why your sales system might be designed to collect data instead of helping reps actually sell. Whether you're making your first sales hire or wondering why revenue feels unpredictable, this conversation will change how you build your sales organization.Key takeaways: Stop measuring vanity metrics like call volume - focus on actual conversations and first meetings that move deals forwardThe optimal sales team size is 5-6 reps per manager, anything more and coaching quality collapsesYour CRM should help reps sell, not just collect data for executives - if reps avoid using it, that's your answerSales leaders must hold themselves accountable to weekly one-on-ones as a KPI, not just revenue numbersDefine three client commitment milestones to create accurate forecasts without spreadsheet gymnastics Have questions about building predictable revenue systems? Drop them in the comments.Connect with Paul Fuller:LinkedIn: linkedin.com/in/psfullerLearn more about Membrain: membrain.comPodcast: Art and Science of Complex Sales I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    50 min

  6. JAN 23

    S01 E02 - Beyond the A Player Myth | Steve Craig

    When Steve Craig's father drove him through the wealthiest neighborhood in town and revealed that most residents were salespeople, it planted a seed that would shape his entire career philosophy. Now as VP of Sales at Solmedics, Steve shares hard-won wisdom about what actually builds championship sales teams—and it's not what most leaders think. The uncomfortable truth? Your obsession with hiring A-players might be sabotaging your team's success. Steve breaks down why cohesive teams of solid B-players consistently outperform collections of individual stars, drawing parallels from championship sports teams to Navy SEAL units. The difference comes down to role clarity, discipline in the basics, and a willingness to make teammates better rather than chase individual glory. This conversation challenges conventional sales leadership wisdom at every turn. Steve explains why nothing truly sells itself, how to conduct interviews that reveal grit over resume polish, and why the hiring process should start by talking candidates out of the job. He shares the framework for reverse-engineering personal goals into actionable sales plans, and reveals why your team should be your number one customer—not your actual customers. For founders and sales leaders tired of the talent revolving door, Steve offers a radically different path: stop chasing rock stars, start building rowers who understand their seat in the boat, and create an environment where B-players can become champions through consistency and discipline in the boring fundamentals. Stop sacrificing people for numbers. Learn how the best sales teams win through others, not despite them. Connect with Steve Craig on LinkedIn: https://www.linkedin.com/in/stevecraig20/   I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    1h 1m

  7. JAN 16

    SE1 E01 - Building High-Performing Sales Cultures | with Steve Taneman

    In this episode of Revenue Unscripted, host Jennica Dixon sits down with Steve Taneman of Food Group International Inc. by A&M Global Solutions to unpack what it truly takes to build a high-performing sales organization in today’s competitive B2B landscape. This conversation goes beyond product and pricing to explore the people, behaviors, and collaboration required for sustainable revenue growth. Jennica and Steve dive deep into understanding the buyer agenda, crafting meaningful unique selling points, and leveraging data-driven sales strategies to stand out in crowded markets. You’ll learn why price alone will not get you there, how sales silos hurt growth, and why active listening and asking the right questions are non-negotiable skills for modern sales leaders. The episode also tackles change management, outward thinking, and the pain buyers experience during decision-making—insights every B2B sales professional needs. Whether you’re leading a sales organization or selling on the front lines, this episode delivers practical insights you can apply immediately. 🔑 Key Takeaways:Sales success is about people and behaviors, not just productsStrong sales organizations extend beyond the sales siloYou must stand out against 50+ competing brandsPrice alone will not get you thereYou’re never selling in a vacuumValidating assumptions improves close ratesAsking probing questions beats yes/no conversationsCollaboration across teams drives better sales outcomes Connect with Steve on LinkedIn: https://www.linkedin.com/in/steve-taneman-2685a614 I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.– Jennica and the Revenue Unscripted podcast team Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ Visit the Slattery Sales Group website here: https://www.slatterysales.com/ Listen to Revenue Unscripted on these podcast platforms: Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKMApple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted #RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.

    43 min
  • 7 Episodes

About

Welcome to the Revenue Unscripted Podcast hosted by Jennica Dixon! Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles. This isn't theory or sales theater—it's uncommon wisdom from uncommon experience, focused on creating sustainable revenue performance through better sales behaviors and decision-making. Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/

Information

  • Creator
    Jennica Dixon
  • Years Active
    2K
  • Episodes
    7
  • Rating
    Clean
  • Copyright
    © 2026 Jennica Dixon